Rein in Disorganized Prospecting
Sales reps today have so many choices as to who to call that they have no focus in their prospecting efforts. They are often scattered and disorganized, looking for any opportunity rather than the right opportunity. They feel the crush of quota: two managed service deals a month; three to five new appointments a week.
Sales reps today have so many choices as to who to call that they have no focus in their prospecting efforts. They are often scattered and disorganized, looking for any opportunity rather than the right opportunity. They feel the crush of quota: two managed service deals a month; three to five new appointments a week.
Sales managers, rein your sales team in. When you are selling, one of the most important things to know is who you really want to talk with. What defines a qualified opportunity for a first appointment? Be specific and your reps will have more prospecting success.
